System and Methods for Selecting a Dialing Strategy for Placing an Outbound Call

ABSTRACT

A dialing strategy determination engine (DSDE) for selecting a dialing strategy for placing an outbound call has determination software executing on a computerized server from a machine-readable medium, access to stored dialing strategies, contact data, and a rules set, and a port for receiving a request for dialing strategy from an outbound dialer. The determination software, upon receiving a request for a dialing strategy associated with a contact identification, consults the rule set and the contact data, selects a dialing strategy based on the rules and the data, and returns the selected strategy to the outbound dialer.

BACKGROUND OF THE INVENTION

1. Field of the Invention

The present invention is in the field of computer telephony integration(CTI) systems, and pertains particularly to methods and apparatus forselecting a dialing strategy for placing an outbound call.

2. Discussion of the State of the Art

In the art of CTI telephony, contact centers are leveraged byenterprises to provide services like sales, customer service, and thelike to enterprise customers who may call into the contact center toreceive such services. Most contact centers employ agents to work liveinteractions and to perform other communications-oriented tasks.Incoming calls are typically intercepted by an interactive voiceresponse (IVR) unit and are routed internally according to nature of andintent of the call.

Agents may be organized into agent groups having differing skill sets ordepartments and calls are routed to these agents based on availability,among other factors that might come into play. Agents typically operatea computer connected to a local area network (LAN) and an agenttelephone when answering live voice interactions.

Contact centers often employ proactive tactics to provide businessrevenue and to fully employ agent employees. One of these tactics is anoutbound calling campaign. An outbound calling campaign makes use ofcontact information known to or otherwise made available to the contactcenter for the purposes of automatically dialing out to individualcontacts, and if calls are answered, connecting the calls to agents toaccomplish a purpose of the campaign, such as sales. Such a callingcampaign often employs an automated dialing system that dials numbersfrom a list of contact records or calling list.

One drawback with standard outbound calling campaigns is that campaignsettings established, such as dialing strategy, dialing application, andother settings are configured at campaign level and affect everyoutbound call made during a same campaign. In order to treat contactsdifferently using different dialing strategies, dialing modes, and othersettings, the contacts have to be sorted accordingly for multiplecampaigns where the settings are different for each different campaign.The campaign level settings still apply to all outbound calls made underthat campaign.

Therefore, what is clearly needed is a system and methods for selectingdialing strategies and other campaign settings on a call-by-call basis.A system such as this would provide flexibility to exploit differentattributes of different contacts, where such exploitation may increaseprobability of successful call resolution and potentially increasecampaign revenues.

SUMMARY OF THE INVENTION

A problem stated above is that more flexibility in the approach todialing strategy determination is desirable in an active outboundcalling campaign, but many of the conventional means for allowingflexibility in dialing application and dialing strategy choices etc. arebound to the entire campaign and effect every outbound call of a samecampaign. The inventors therefore considered functional components of acomputer telephony integrated (CTI) telephone system, looking forelements that exhibit real time use attributes that could potentially beharnessed to provide the flexibility for enabling different dialingstrategies and application choices for individual calls placed during acalling campaign but in a manner that would not create complexity or taxthe efficiency of the calling campaign.

Most outbound calling campaigns are facilitated by automated internaltelephony dialing applications or hardware, interactive voice response(IVR) screening for callers that answer the outbound calls, and arouting system for routing the answered calls to appropriatedestinations. A byproduct of an inflexible system is a higher ratio ofthe number of calls that fail to reach a live agent for call resolution.Most such outbound campaigns employ some form of number dialingapparatus with call progress detection and voice interception featuresand a router to facilitate the outbound campaign, and number dialers,IVR units and routing systems are typically a part of such apparatus.

The present inventor realized in an inventive moment that if, during anoutbound calling campaign outbound calls of the same campaign could betreaded individually with respect to dialing strategy and dialingapplication selection, significant reduction in failed calls mightresult. The inventor therefore constructed a unique pre-dialing contactrecord analyzer and strategy determination engine for outbound callingcampaigns that allowed individual calls of the same campaign to betreated individually while maintaining service level objectives of thecampaign. A significant reduction in failed calls results, with noimpediment to efficiency of the routing system created.

Accordingly, in one embodiment of the present invention, a dialingstrategy determination engine (DSDE) is provided for selecting a dialingstrategy for placing an outbound call, and has a determination softwareexecuting on a computerized server from a machine-readable medium,access to stored dialing strategies, contact data, and a rules set, anda port for receiving a request for dialing strategy from an outbounddialer. The determination software, upon receiving a request for adialing strategy associated with a contact identification, consults therule set and the contact data, selects a dialing strategy based on therules and the data, and returns the selected strategy to the outbounddialer.

In one embodiment the contact data includes a customer value ranking,and dialing strategy selection is determined primarily by the customervalue ranking. Also in one embodiment the dialing strategy is selectedonly after consulting a do-not-call list, and determining to dial or notto dial. Further in an embodiment the dialing strategy is selected basedon a probability of sale value measured against a threshold. The contactdata may include a preference for routing destination in an event of acall being answered.

In another embodiment of the present invention an outbound dialingsystem (ODS) is provided, comprising dialing software executing on acomputerized server from a machine-readable medium, a dialing strategydetermination engine (DSDE) coupled to the dialing software and enabledfor selecting a dialing strategy for placing an outbound call, and adata repository comprising stored dialing strategies, contact data, anda rules set. The outbound dialing system, for each call to be dialed,first consults the DSDE, which consults the rule set and the contactdata, selects a dialing strategy based on the rules and the data, andreturns the selected strategy to the outbound dialing system.

In one embodiment the contact data includes a customer value ranking,and dialing strategy selection is determined primarily by the customervalue ranking. Also in one embodiment the dialing strategy is selectedonly after consulting a do-not-call list, and determining to dial or notto dial. In yet another embodiment the dialing strategy is selectedbased on a probability of sale value measured against a threshold. Thecontact data may include a preference for routing destination in anevent of a call being answered.

In another aspect of the invention a method for selecting a dialingstrategy is provided, the method comprising the steps of (a) receiving arequest for dialing strategy from an outbound dialer, together with acontact identification, by a dialing strategy determination engine(DSDE) executing on a computerized server from a machine-readablemedium; (b) consulting a rule set and contact data stored in a datarepository accessible by the DSDE, the contact data associated with thecontact identification; (c) selecting a dialing strategy based on thecontact data and the rule set; and (d) returning the selected dialingstrategy to the outbound dialer.

In an embodiment of the method the contact data includes a customervalue ranking, and dialing strategy selection is determined primarily bythe customer value ranking. Also in an embodiment the dialing strategyis selected only after consulting a do-not-call list, and determining todial or not to dial. In yet another embodiment the dialing strategy isselected based on a probability of sale value measured against athreshold. The contact data may include a preference for routingdestination in an event of a call being answered.

In yet another aspect of the invention a method for outbound dialing isprovided, comprising the steps of (a) upon selecting a contact to dialby an outbound dialer executing on a computerized server from amachine-readable medium, sending a request for a dialing strategy and anID of the contact to a dialing strategy determination engine (DSDE); (b)consulting contact data and a rules set stored in a data repository bythe DSDE, the contact data associated with the contact to dial; (c)selecting a dialing strategy by the DSDE based on the contact data andthe rules set; (d) returning the dialing strategy selected to theoutbound dialer; and (e) employing the selected strategy in dialing ornot dialing the contact.

In one embodiment the contact data includes a customer value ranking,and dialing strategy selection is determined primarily by the customervalue ranking. Also in one embodiment the dialing strategy is selectedonly after consulting a do-not-call list, and determining to dial or notto dial. In yet another embodiment the dialing strategy is selectedbased on a probability of sale value measured against a threshold. Thecontact data may include a preference for routing destination in anevent of a call being answered.

BRIEF DESCRIPTION OF THE DRAWING FIGURES

FIG. 1 is an architectural view of a contact center engaged in anoutbound calling campaign according to an embodiment of the presentinvention.

FIG. 2 is an interaction flow chart illustrating interaction betweencomponents of an outbound calling system according to an embodiment ofthe present invention.

FIG. 3 is a process flow chart illustrating steps for selecting adialing strategy for an outbound call according to an embodiment of thepresent invention.

FIG. 4 is an exemplary user interface for accessing campaign settingsand configuring campaign rules according to an embodiment of the presentinvention.

FIG. 5 is an exemplary interface for designing and editing strategyselection rules according to an embodiment of the present invention.

FIG. 6 is a block diagram illustrating components of an outbound callingsystem according to another embodiment of the present invention.

FIG. 7 is a process flow chart illustrating steps for selecting adialing strategy based on previous outbound contact results according toan embodiment of the present invention.

FIG. 8 is a process flow chart illustrating steps for selecting adialing strategy based on previous call in history according to anembodiment of the present invention.

FIG. 9 is a process flow chart illustrating steps for selecting adialing strategy based on current customer ranking according to anembodiment of the present invention.

DETAILED DESCRIPTION

The inventors provide a mechanism for selecting specific dialingstrategy for dialing individual telephone numbers of individual contactsfrom a calling list used in an outbound calling campaign hosted by acontact center. The present invention is described in enabling detailusing the following examples which may represent more than oneembodiment of the present invention.

FIG. 1 is an architectural view of a contact center 102 engaged in anoutbound calling campaign according to an embodiment of the presentinvention. A communications network 100 is illustrated in this exampleand includes contact center 102 and the well-known public switchedtelephone network (PSTN) 101. Communication network 100 may also includethe Internet network and any digital telephone carrier networks wired orwireless. The illustration of PSTN 101 is deemed sufficient forillustrating a telephone network from which incoming calls illustratedherein as calls 104 may arrive at contact center 102 for routing andthrough which contact center 102 may reach contacts by outbound dialingduring an outbound calling campaign.

A local telephone switch (LS) 103 is illustrated within PSTN 101 and maybe an automated call distributor (ACD), a private branch exchange (PBX)or some other type of telephone switching facility. LS 103 is connectedto a central switch (CS) 105 provided within contact center 102. CS 105may be an ACD or PBX or some other type of telephone switch. CS 105 maybe a hardware switching facility or a soft switch (implemented insoftware) without departing from the spirit and scope of the presentinvention.

Contact center 102 includes a local area network (LAN) 110 that supportscontact center equipment (CCE) including a computer telephony integrated(CTI) processor 106 that is connected to CS 105 by way of a CTI link.CTI processor 106 provides call processing intelligence to CS 105. CTIprocessor 106 supports an instance of interactive voice response (IVR)107 for enabling customers of center 102 to engage automated selfservices as well as selective routing options based on customer responseto IVR prompts.

Contact center 102 includes a number of agent stations 109 (1-n)supported by LAN 110. Each agent station 109 (1-n) includes aLAN-connected computing appliance and a telephone. Agent stations 109(1-n) are manned by live agents trained to take customer calls, handletransactions, and to resolve customer issues. In this example, eachtelephone in each agent station 109 (1-n) is connected to CS 105 byinternal telephony wiring 115. Inbound telephone calls represented byarrow 104 coming into LS 103 may be routed to CS 105 for internalrouting within center 102.

LAN 110 supports an outbound contact server (OCS) 108. OCS 108 isadapted by digital medium and software to perform automated outboundnumber dialing to contacts from a calling list of contact numbers. OCSis used to place the telephone calls of an outbound calling campaign.OCS 108 has connection to CS 105 through CTI processor 106. OCS 108 hasat least one automated dialing application 119 installed thereon and anautomated telephone number dialer (dialer not illustrated). In thisexample, agents operating agent stations 109 (1-n) answer connectedoutbound calls along with normal inbound telephone traffic seeking liveassistance. In one embodiment an outbound dialing system (ODS), hasdialing software executing on a computerized server from amachine-readable medium; a dialing strategy determination engine (DSDE)coupled to the dialing software and enabled for selecting a dialingstrategy for placing an outbound call; and a data repository comprisingstored dialing strategies, contact data, and a rules set. The outbounddialing system, for each call to be dialed, first consults the DSDE,which consults the rule set and the contact data, selects a dialingstrategy based on the rules and the data, and returns the selectedstrategy to the outbound dialing system.

LAN 110 supports a database server (DBS) 111 coupled to a digitalstorage media 116 that serves as a customer database (CDB) in thisexample. DBS 111 is adapted to serve customer data including contactrecords and any other pertinent customer data like purchase history,call history, address information, contact data, etc. on request fromany requesting system having connection to LAN 110. DBS 111 is adaptedto serve data upon request and to serve data to any other LAN-connectedsystem or station upon command or notification from any otherLAN-connected system or station that is authorized to notify the serverto send specific data to a specific destination.

LAN 110 supports at least one administrator station (ADMIN) 114. ADMINstation 114 includes a LAN-connected computing appliance and atelephone. An authorized knowledge worker or administrator operatingADMIN station 114 may create business rules, and campaign settingsrelative to outbound calling Campaigns leveraging a user interface (UI)122 provided as a software implement on the computing appliance of thestation. LAN 110 supports an interaction queue 118 for queuing inboundinteractions for agents working from agent stations 109 (1-n). Queue 118may be a multimedia queue connected to a contact server adapted torepresent queued interaction events of multiple media types. Live queue118 is adapted in this example to queue interactions seeking liveassistance including normal inbound traffic and outbound calls routed asinbound interactions to agents. In one embodiment live queue 118 may bededicated for queuing connected outbound calls for live agents atstations 109 (1-n), which may also be dedicated to answeringinteractions resulting from outbound contact. Queue 118 is representedlogically herein and may be hosted by a server such as a contact server.

LAN 110 supports a processing server (PS) 117. Processing server (PS)117 is a data processing and result server coupled to a digital mediumhosting software and data to enable server function. PS 117 is adapted,with the aid of a dialing strategy determination engine (DSDE) 121implemented in software, to select an appropriate dialing strategy toimplement at OCS 108 concerning whether to and how to dial a contactfrom a calling list. PS 117 processes requests for dialing strategiesreceived from OCS 108 per contact dialed during an outbound campaign.The dialing strategies are selected based on contact records andcustomer data weighed against business rules for operating specificcampaigns. PS 117 has a rules engine (RE) 120 implemented in software.RE 120 applies business rules to help determine a best dialing strategyfor dialing out to a contact from a current calling list used during theparticular outbound campaign.

In one embodiment the dialing DSDE is for selecting a dialing strategyfor placing an outbound call, and has determination software executingon a computerized server from a machine-readable medium; access tostored dialing strategies, contact data, and a rules set; and a port forreceiving a request for dialing strategy from an outbound dialer. Inthis embodiment the determination software, upon receiving a request fora dialing strategy associated with a contact identification, consultsthe rule set and the contact data, selects a dialing strategy based onthe rules and the data, and returns the selected strategy to theoutbound dialer.

LAN 110 supports a universal routing server (URS) 112 that is coupled toa digital medium adapted to contain the data and software required toenable server function. URS 112 provides routing instruction for routingnormal incoming calls and may also provide routing instruction forrouting connected outbound interactions as incoming interactions withincenter 102. URS 112 is a multimedia routing server adapted to providerouting intelligence for multiple types of interactions including voiceinteractions. LAN 110 also supports a session initiation protocol(SIP)-enabled transaction server SIP/TS 113 for enabling SIP-basedinteraction processing.

A dialing application (D-APP) 119 is installed on and executable from adigital medium coupled to OCS 108 and serves to enable automatedoutbound dialing to contacts whose telephone numbers are taken from acalling list (not illustrated) that may be assembled for the particularcampaign. D-APP 119 may include a number of different dialers and modesfor dialing that may be pre-selected for a specific campaign and includecall progress detection (CPD) settings such as busy detection and answerdetection and whether or not the telephone is answered by a human or amachine. Dialing parameters are also pre-set for a campaign and numbersfrom the record of contacts assembled for a calling list used in acampaign typically all are subject to the same dialing parameters andare subject to the same set of parameters generic to the campaign.

In contrast to the above, DSDE 121 allows specific dialing applicationparameters to be selected call-by-call. In this way contact numbersdialed in a same campaign may have widely divergent characteristics likedifferent area codes, country codes, number types, such as land line,Skype™, cellular telephone, etc. In use of the present invention, OCS108 obtains contact records for each contact to be dialed during aparticular outbound campaign.

A complete contact record may include one or more contact numbers and apriority indication as to which of more than one number is a prioritynumber or a first number to try. Contact name, address, region, areacode, time zone, and other attributes may be included in a contactrecord for a single contact. In one embodiment contact records mayfurther include calling history including call results relative toprevious telephone contacts whether the contact called into the centeror was subject to another or earlier outbound campaign.

In one embodiment, for each contact in a calling list, OCS 108 generatesand sends a pre-dialing strategy request to PS 117 running DSDE 121 andRE 120. Along with the request, the contact record for the contactsubject to a dialing is forwarded to PS 117 and is parsed by DSDE 121.In one embodiment, additional external information about the contact maybe forwarded to PS 117 from OCS 108 or from another server like DBS 111,upon sending a notification to the server from OCS 108, to forward dataabout the contact. Such data may include purchase history, customer rank(platinum, gold, silver), complaint history, etc. A contact record mayalso include any contact preferences like times to call, prioritynumbers to call, and even an indication of whom the contact prefers todo business with at the center such as a special department or agentthat the contact approves of or implicitly trusts.

PS 117 parses the information received including the contact record andany other external data available and runs one or more algorithmsinvolving RE 120 to determine a best dialing strategy from multipledialing strategies for the specific call. The selected dialing strategymay specify several parameters including dialing parameters, whichdialer and dialing mode is best for the call. Rules may be created byadministrative personnel for contacts that might be dialed during anytype of outbound campaigns. One simple business rule might be that anycontact who has called the center or who was called by the center withinthe past week should not be dialed. Another business rule might be if acontact is a valued customer ranking higher than average, then thecontact should be dialed manually (preview) to ensure that a live agentis available to handle the call. Many different types of business rulesapplying to outbound calling campaigns can be created and applied tohelp determine dialing strategy for contacts listed for outboundcalling.

Once a dialing strategy is selected or determined by DSDE 121, thestrategy is returned to OCS 108 where it is parsed and leveraged as thestrategy to use for dialing the associated contact. In this way anoutbound dialing campaign has much more flexibility and can include manymore diverse contact records. For example, a land line contact may bedialed followed by a Skype™ contact, and so on. Contacts havingdifferent dialing codes may be called during the same campaign. Betterdecisions about whether to dial a contact number or not can be madebased on external intelligence about the contact in question. Forexample, if a contact was not dialed or has not called in within thelast week (rule) the strategy may still be a “do not dial” strategy ifthe contact has just launched a complaint process against the center(rule).

FIG. 2 is an interaction flow chart illustrating interaction betweencomponents of an outbound calling system according to an embodiment ofthe present invention. Interaction flow 200 begins with the OCS ordialer receiving a contact record to dial. Instead of arbitrarilydialing the contact number, the OCS issues a request (getStrategy) tothe processing server running the DSDE and sends the complete contactrecord (CR) along with the request. The DSDE parses the data (parseData)in task 201. As an initial step in processing, the DSDE may check thenumber or numbers (checkNumber(s)) of the contact record against a donot call (DNC) list. A data server may return the result (returnData) toDSDE and the DSDE can make a call or no call decision (Call/noCall) intask 202 based on the returned result.

If the contact is not on the national “do not call” list the DSDE mayrequest (getData) from any external data held about the contact ofrecord. In this case the processing server running DSDE may request thedata from a contact database server (CDBS). In another embodiment, anyexternal data may be forwarded to the processing server and DSDE for thecontact along with the contact record, or in another case it may arriveseparately from one or more servers upon notification sent to thoseservers requesting the data transfer(s). In this case such anotification may be sent to one or more of the data sources by the OCSwhen it sends the CR to the processing server running the DSDE. Afterthe results are returned (returnData) to DSDE, the determination enginemay consult (consultRules) the rules engine in task 203 during which oneor more than one algorithm may be run using contact data as inputagainst the weight of the rules resulting in a selection of strategy(selectStrategy) in task 204.

Once the dialing strategy is determined for the contact record by DSDE,the processing server returns the strategy (returnStrategy) to the OCS.The OCS then selects the dialing application (selectD-App) in task 205.The dialing application selected will include the dialer to use and themode of dialing. The OCS then dials the call (dialCall) using theappropriate strategy and dialing mode. CPD settings may also be attachedto different dialing applications so that the appropriate CPD settingsare put in play according to the dialing strategy selected. For example,the CPD settings for a land line may be different from those of a Skype™connection.

FIG. 3 is a process flow chart illustrating steps 300 for selecting adialing strategy for an outbound call according to an embodiment of thepresent invention. At step 301 an OCS analogous to OCS 108 of FIG. 1accepts a contact record as input. The OCS requests a dialing strategydecision from a processing server analogous to PS 117 running aninstance of DSDE 121 of FIG. 1 at step 302. At step 303 the request isreceived along with at least the complete contact record (CR).

At step 304 the DSDE parses the contact record and at step 305 the DSDEchecks the priority call number against a DNC list. At step 306, if thenumber is listed then DSDE makes a decision not to call at step 312 andthe do not call strategy is returned to the OCS at step 313 and theprocess ends for that contact record at step 314. If the contact recordcontains more than one contact number, the DSDE may check all of thenumbers against a do not call list before making a do not calldetermination. If one of those checked numbers is not on the list then adecision to call would be made at step 307, which is also true if thereis only one contact number that is not listed.

Before selecting a dialing strategy, the system may look up externaldata about the contact at step 308. It is noted herein that any externaldata may be pre-gathered by the OCS and forwarded with the contactrecord at step 302, or a notification may be sent at step 302 to a datahost server that would forward any external data about the contact tothe DSDE at the time the CR is received. Referring now back to step 307,a decision to call may be followed by a lookup of external data at step308. If there is no available data other than the contact record at step309 the system may arbitrarily select a dialing strategy based solely onthe contact record at step 311. The process then resolves to step 313where the dialing strategy is returned to the OCS and the process endsfor that contact record at step 314.

If it is determined at step 309 there is external data available aboutthe contact of record, the DSDE may invoke a rules engine at step 310.The rules engine applies current business rules relative to the campaignto certain data known about the contact of record such as whether thecontact is ranked platinum, gold, or silver, whether the client haslodged one or more recent complaints, whether the client currently ownsa version of the product or service offered, etc. At step 311 the DSDEselects a dialing strategy based on runtime algorithmic analysis of theavailable data. The dialing strategy selected at step 211 is returned tothe OCS at step 313 as previously described and the process ends forthat contact record.

In one embodiment, it is possible that a call decision is made at step307 followed by selection of a do not call strategy for the contactrecord at step 311. This might be based on something in the externaldata such as the customer had already been called by the center lessthan on week prior. This fact located in the external data or in thecall record would trigger the rule that prevents the center fromcontacting client. In this case a no dial strategy is returned at step313 and the OCS skips the call moving to the next contact record.

FIG. 4 is an exemplary user interface 122 for accessing campaignsettings and configuring campaign rules according to an embodiment ofthe present invention. User Interface (UI) 122 is provided to thecomputing appliance of an agent, administrator or some other authorizeduser as a browser-based interface. In another embodiment, it may be astandalone application or it may be a server-based application accessedby the agent or knowledge worker.

UI 122 has a title bar 400 that contains all of the typicalbrowser-based settings and options including one or more searchinterfaces and an address navigation bar. A first workspace window 401contains all of the current campaign settings already established forcurrent outbound campaigns which are listed as interactive optionsCampaign 1, Campaign 2, to Campaign n. Selecting a campaign button opensthe campaign settings interface (not illustrated) for view and editing.

A second workspace window 402 contains campaign configuration options403 including an option for creating new campaign rules, an option forediting existing campaign rules, and an option for editing call progressdetection settings. Selecting any of these options may invoke a thirdworkspace window 404, in this case, a rules creating interface. Adrop-down menu in the window enables a user to select any existingcampaign to create new rules for, or the user may select new campaign tobuild a new outbound calling campaign. Additional campaign configurationoptions may be provided in this example without departing from thespirit and scope of the present invention. The inventor intends that UI122 and subsequent workspace windows are exemplary only wherein suchoptions may be presented in many other ways.

FIG. 5 is an exemplary interface 500 for designing and editing strategyselection rules according to an embodiment of the present invention.Interface 500 may appear if a user selects create new rules and thenchooses a campaign the rules will apply to. In this case interface 500is an extension of user interface 122 and is personalized to the userJohn. A workspace window 503 contains a rule designer dialog box 503 anda workspace window 504 contains a dialog box for viewing or listingexisting rules for campaign 2. Campaign 2 was selected from thedrop-down menu in window 404 of UI 122 of FIG. 4. Interface 500 has asign out option. In one embodiment personnel who are authorized to makeor edit rules and campaign settings must log-into the interface and beauthenticated as authorized users before proceeding to make any changes.

In rule designer window 503 a rule might state if the contact is in alocal time zone (LTZ) and the value or ranking of the contact is 5 ormore, then select dialing application 2/preview mode. Preview mode is amode that requires an agent to be available to place the call. Inpreview mode, the selected agent receives the contact record and dataabout the call and caller ahead of the dial. In this way, highlyvaluable customers may be contacted directly by a live agent. Optionsmay be provided for testing a new rule in simulation, applying the newrule to the rule set governing a campaign, and clearing the rule.

In viewing window 504, existing rules are listed. The first rule statesthat if the time zone (TZ) of the contact of record is Eastern StandardTime (EST) and local time is Pacific Standard Time (PST) and the localtime is equal to or greater than 3:00 PM, then do not call the contact.In this case the contact is not called even though the contact number isnot on a do not call list. A next rule states that if a routingdestination indicator (RDI) in the contact record (CR) is equal to agentgroup 1 (AG 1) but the probability of sale (POS) value is 6 or greater,then select dialing application 1 (app-1) autodial mode and redirect thecall if answered to agent group 2 (AG 2). Each rule listed has an optionfor editing and an option for deleting the rule from the rules set.Rules may be expressed differently using variant forms of machinereadable language without departing from the spirit and scope of thepresent invention.

FIG. 6 is a block diagram illustrating components of an outbound callingsystem 600 according to another embodiment of the present invention.System 600 includes OCS 108. OCS 108 has connection to a contact recorddatabase (CRDB) 601 and receives contact records relevant to the currentoutbound campaign running. Before dialing out OCS 108 requests a dialingstrategy decision from DSDE 121. DSDE 121 may be hosted on a processingserver or a processor having suitable power coupled with any computingappliance.

In this embodiment DSDE is connected to a runtime data server (RTDS)602. RTDS 602 has a digital medium coupled thereto for storing the dataand software required to enable server function. DSDE 121 also hasconnection to rules engine 120, which in turn is connected to a businessrules database 604. RTDS 602 has connection to a do not call list (DNCL)603. RTDS may be connected to a variety of additional data sources toenable it to provide runtime information from the plurality of sourcesto DSDE 121 upon request.

In this embodiment both contact records and associated customer data aredelivered to OCS 108 during an outbound campaign. OCS 108 forwards allof this data on to DSDE 121 for processing in the form of a dialingstrategy request sent to the DSDE host, most likely a processing server.When DSDE 121 receives all of the data attached to the request from OCS108, it begins processing the requests. If needed DSDE 121 requestsadditional data from RTDS 602 such as current DNC listing and possiblyother stats, values, or other relevant data that may be available inaddition to the customer data and contact record data.

Once DSDE has all of the data it needs to process the request, itconsults RE 120 connected to business rules database 604. RE 120retrieves the current rules for the campaign being run and applies themone by one to the data received by DSDE 121. The application may involvethe use of one or more algorithms to enable final determination of adialing strategy. DSDE 121 selects the dialing strategy and returns thestrategy to OCS 108. In this case OCS 108 may be instructed to selectfrom a number of applications 604 including, a dialer 1 (D-1), whichutilizes an automatic call distributor (ACD) queuing point; dialer 2(D-2), which utilizes a routing point (RP); or a dialer 3 (D-3), whichuses a preview mode where an available agent is dialed and instructed toplace the outbound call personally. In the latter case all of the CRdata is forwarded to the agent. In any case the dialer request sent bythe OCS is accompanied by the dialing strategy data that will beapplicable to how the call is dialed and what mode the dialer willproceed with.

FIG. 7 is a process flow chart illustrating steps 700 for selecting adialing strategy based on previous outbound contact results according toan embodiment of the present invention. At step 701 an outbound contactserver analogous to OCS 108 of FIG. 1 dials an outbound call from acontact record. At step 702, the call is answered but due to noavailable agent, the call is abandoned in queue. As a result of the calldropping out of queue, the call result (abandoned) and the time and dateof the call attempt are recorded for that contact record. A businessrules engine is consulted at step 704 to determine re-dial rules for theabandoned call. A time period is imposed before the OCS may redial thecontact. At step 705 the time window is applied and the redial timewindow is started.

The OCS retrieves the contact record and customer data of the contactwhose call dropped out of queue as part of normal continuing outboundcalling campaign in progress at step 706. This step may occur during alater campaign targeting the same or similar calling list that includesthe contact associated with the previous abandoned call. At step 707 theOCS forwards the contact record and customer data to the dialingstrategy determination engine as part of a pre-dial strategy request.

At step 708 the DSDE makes a strategy selection based on the data knownincluding the contact record and customer data. Sub steps to this stepmay include consulting with the rules engine. If the time window for notdialing associated with the contact record has not expired the DSDE willselect a no-dial strategy and return the strategy to the OCS at step709. If the DSDE determines that the time window for not dialing hasexpired at step 708 the DSDE will select an appropriate dialing strategybased on the contact record and other customer data if available. Ineither case the DSDE will return the dialing strategy to the OCS at step709. The dialing strategy will contain specifics about which dialingapplication, dialer and mode to use to place the outbound call. At step710 the OCS selects the dialing application and mode for the dialoperation. At step 711 the OCS dials the contact according to thereceived information.

It is noted herein that if the no-dial time window is established viatime stamp or some other indication in the calling record as describedfurther above, and the window did not expire by the next time thecontact record was retrieved for dialing then the DSDE would not have toconsult the rules engine as the decision is indicated by thenon-expiration of the time period. In one embodiment such an indicationmay prevent the contact record from becoming part of a calling list in alater campaign until the time constraint was lifted.

FIG. 8 is a process flow chart illustrating steps 800 for selecting adialing strategy based on previous call-in history according to anembodiment of the present invention. At step 801 the OCS retrieves thecontact record from a calling list associated with a current outboundcampaign. In one aspect at step 802 the OCS sends a pre-dialing strategyrequest along with the contact record data to the DSDE. In this case,the OCS notifies a customer database server to forward any customer datarelative to the customer identified in the contact record to the DSDE.In other variation, the OCS retrieves external customer data and sendsit along with the contact record to the DSDE. In still anothervariation, the DSDE does its own data lookup after receiving a contactrecord and before consulting a rules engine to determine a dialingstrategy.

At step 803 the DSDE receives the contact record and the associatedcustomer data if any existed. In this case the DSDE checks to see whatamount of time has passed since the customer identified in the contactrecord called into the contact center. A business rule associated withthe current campaign states that if a customer has called into thecenter less within the last week (recorded in history data) then thatcustomer should not be contacted.

At step 804 the DSDE in consultation with the rules engine determinesfirst whether to dial or not to dial based on the call history of thecontact. At step 804 if it is determined that the contact called intothe center within the past week, a do-not-call dialing strategy isselected at step 806. At step 807 the dialing strategy is returned tothe OCS and at step 808 the call is skipped or not dialed. At step 804if it is determined that the contact has not called into the centerwithin the last week then the DSDE makes a decision to call and infurther consultation with the rules engine selects a specific dialingstrategy for the call at step 805. The selected dialing strategydecision is returned to the OCS at step 807.

At step 808 the OCS selects the dialing application including dialer andmode and dials the contact. In one aspect of the process flow the DSDEmay determine how much time has elapsed since the last call-in by thecontact. This can be determined from information in the contact recordif it is so updated. Hence no rules consultation is required until thecall or no call matter is resolved. The rules are consulted betweensteps 805 and 807 in the case that a “call” decision was made at step804.

FIG. 9 is a process flow chart illustrating steps 900 for selecting adialing strategy based on current customer ranking according to anembodiment of the present invention. At step 901 the OCS retrieves acontact record as a normal process of the outbound campaign from acalling list associated with the campaign. The OCS sends a request for adialing strategy along with the contact record data at step 902. At thesame time the OCS may notify a customer database server (CDBS) toforward any external customer data associated with the contact to theDSDE for consideration. Other variations to this aspect exist asdescribed further above.

At step 903 the DSDE receives the contact record data and the customerdata available at the time. In this example dial strategy selectiondepends on whether a customer has ranking with the center and if so whatranking. In consultation with the rules engine and customer data, theDSDE determines at step 904 if the customer associated with the contactrecord is ranked as a platinum customer. If so then the DSDE selects thedialing strategy associated with platinum customers at step 905. Thestrategy is returned to the OCS at step 911 and the OCS selects theappropriate dialing application and mode accordingly at step 912.

If the customer is determined not to be a platinum customer at step 904,then at step 906 the DSDE determines if the customer associated with thecontact record has a gold ranking. If the customer is determined to rankgold in step 906 the process moves to step 907 and the DSDE selects theappropriate dialing strategy for gold. The process then moves to steps911 where the strategy is returned to the OCS and 912 where the OCSselects the dialing application and mode accordingly.

At step 906 if the DSDE determined that the customer associated with thecontact is not a gold customer, then at step 908 the system determinesif the customer associated with the contact record is ranked silver. Ifso then the DSDE selects the dialing strategy for silver customers atstep 909 and the strategy is returned to the OCS at step 911. The OCSselects the dialing application and dialing mode at step 912. If theDSDE determines that the customer associated with the contact record isnot a silver customer at step 908 then the DSDE selects the appropriatedialing strategy used for un-ranked customers at step 910. The strategyis returned to the OCS at step 911 and the OCS selects the appropriatedialing application and dialing mode at step 912.

In one aspect of this process the DSDE may first determine whether ornot the customer is ranked, and if so may determine what rank byconsulting the external ranking data. In some aspects more than onedialing strategy may be selected for a certain condition or state withone dialing strategy taking priority over the other. In such a case,current agent availability statistics or other states may determine ifthe priority strategy is abandoned for a secondary or backup strategy.For example, a platinum customer may command a dialing strategy thatutilizes a preview mode where an available agent gets the customer dataand contact record and manually dials the call. However, there may notbe an agent available at the time to make the call, in which case ano-dial strategy or an auto-dial strategy with ACD queuing might beselected.

In one embodiment of the present invention contact records in a callinglist for an outbound campaign may be pre-sorted according to priority sothat the most important contacts are called at the most optimal timeperiods such as at times when there are numbers of agents withappropriate skill levels in the group available to take the calls. Lowerpriority contacts could be called during the times that fewer agents arepredicted to be available.

It will be apparent to one with skill in the art that the dialingstrategy selection system of the invention may be provided using some orall of the mentioned features and components without departing from thespirit and scope of the present invention. It will also be apparent tothe skilled artisan that the embodiments described above are specificexamples of a single broader invention which may have greater scope thanany of the singular descriptions taught. There may be many alterationsmade in the descriptions without departing from the spirit and scope ofthe present invention.

1. A dialing strategy determination engine (DSDE) for selecting adialing strategy for placing an outbound call, comprising: determinationsoftware executing on a computerized server from a machine-readablemedium; access to stored dialing strategies, contact data, and a rulesset; and a port for receiving a request for dialing strategy from anoutbound dialer; wherein the determination software, upon receiving arequest for a dialing strategy associated with a contact identification,consults the rule set and the contact data, selects a dialing strategybased on the rules and the data, and returns the selected strategy tothe outbound dialer.
 2. The DSDE of claim 1 wherein the contact dataincludes a customer value ranking, and dialing strategy selection isdetermined primarily by the customer value ranking.
 3. The DSDE of claim1 wherein the dialing strategy is selected only after consulting ado-not-call list, and determining to dial or not to dial.
 4. The DSDE ofclaim 1 wherein the dialing strategy is selected based on a probabilityof sale value measured against a threshold.
 5. The DSDE of claim 1wherein the contact data includes a preference for routing destinationin an event of a call being answered.
 6. An outbound dialing system(ODS), comprising: dialing software executing on a computerized serverfrom a machine-readable medium; a dialing strategy determination engine(DSDE) coupled to the dialing software and enabled for selecting adialing strategy for placing an outbound call; and a data repositorycomprising stored dialing strategies, contact data, and a rules set;wherein the outbound dialing system, for each call to be dialed, firstconsults the DSDE, which consults the rule set and the contact data,selects a dialing strategy based on the rules and the data, and returnsthe selected strategy to the outbound dialing system.
 7. The ODS ofclaim 6 wherein the contact data includes a customer value ranking, anddialing strategy selection is determined primarily by the customer valueranking.
 8. The ODS of claim 6 wherein the dialing strategy is selectedonly after consulting a do-not-call list, and determining to dial or notto dial.
 9. The ODS of claim 6 wherein the dialing strategy is selectedbased on a probability of sale value measured against a threshold. 10.The ODS of claim 6 wherein the contact data includes a preference forrouting destination in an event of a call being answered.
 11. A methodfor selecting a dialing strategy, comprising the steps of: (a) receivinga request for dialing strategy from an outbound dialer, together with acontact identification, by a dialing strategy determination engine(DSDE) executing on a computerized server from a machine-readablemedium; (b) consulting a rule set and contact data stored in a datarepository accessible by the DSDE, the contact data associated with thecontact identification; (c) selecting a dialing strategy based on thecontact data and the rule set; and (d) returning the selected dialingstrategy to the outbound dialer.
 12. The method of claim 11 wherein thecontact data includes a customer value ranking, and dialing strategyselection is determined primarily by the customer value ranking.
 13. Themethod of claim 11 wherein the dialing strategy is selected only afterconsulting a do-not-call list, and determining to dial or not to dial.14. The method of claim 11 wherein the dialing strategy is selectedbased on a probability of sale value measured against a threshold. 15.The method of claim 11 wherein the contact data includes a preferencefor routing destination in an event of a call being answered.
 16. Amethod for outbound dialing, comprising the steps of: (a) upon selectinga contact to dial by an outbound dialer executing on a computerizedserver from a machine-readable medium, sending a request for a dialingstrategy and an ID of the contact to a dialing strategy determinationengine (DSDE); (b) consulting contact data and a rules set stored in adata repository by the DSDE, the contact data associated with thecontact to dial; (c) selecting a dialing strategy by the DSDE based onthe contact data and the rules set; (d) returning the dialing strategyselected to the outbound dialer; and (e) employing the selected strategyin dialing or not dialing the contact.
 17. The method of claim 16wherein the contact data includes a customer value ranking, and dialingstrategy selection is determined primarily by the customer valueranking.
 18. The method of claim 16 wherein the dialing strategy isselected only after consulting a do-not-call list, and determining todial or not to dial.
 19. The method of claim 16 wherein the dialingstrategy is selected based on a probability of sale value measuredagainst a threshold.
 20. The method of claim 16 wherein the contact dataincludes a preference for routing destination in an event of a callbeing answered.